Mohd. Sadaf Kausar
SALES MANAGER
JAIPUR
Summary
A dynamic professional with over 13 years of experience in sales, marketing, operations, personnel and merchandising and established retails.
Motivational management style with a record of building and retaining highly motivated sales teams, distributor networks.
Successful In Identifying opportunities for accelerated growth. Presently associated with Whirlpool Of India Ltd as Sr. Sales Manager.(Jaipur) Deftness in establishing a reliable and cost effective direct retail & distribution network thereby enhancing market reach and penetration for business excellence.
Proficient in forecasting monthly/annual sales targets and executing them in a given time frame thereby enhancing existing clientele.
Adroit in identifying & networking with reliable Direct sales channel frame resulting in deeper market penetration and reach.
A proactive planner with abilities in devising strategies geared towards enhancing business, evaluating end-user requirements, business solutions, and troubleshooting any problems in the process.
Keen customer centric orientation with excellent communication skills and ability to interact effectively with personnel at all levels.
Overview
12
12
years of professional experience
8
8
years of post-secondary education
Work History
Sales Manager
Whirlpool
Jodhpur
2021.03 - Current
- Currently handling 17 District almost half of Rajasthan along with RR chain & MT Reliance Retail including GETCO & Value Plus & ensure primary secondary sales through Direct Dealers & distributor
- Handling team of 5 on roll ASM and team of 48 off Roll Employees
- Providing guidance and support to the front-line team through goal setting & reviewing measures & adhering KPI’s
- Driving marketing initiatives to achieve business goals
- Developing relationships with key decision makers in target organizations for business development
- Like Electronic Junction and Electronics Paradise
- GETCO/GREAT RETAIL/VALUEPLUS
- Tracking the competitor’s activities and developing market strategies as per the market condition
- Increase the overall productivity of the branch by implementing relevant employee training, budgeting effectively, eliminating inefficiencies and capturing growth opportunities
- Maintain fruitful relationships with current customers and establish good relationships with new ones
- Manage daily operations, especially customer service and finance activities, and make improvements as needed.
- Utilized metrics to modify low-performing sales and marketing programs and plans to increase effectiveness.
- Recruited and hired top-level talent to add value and expertise to sales department.
- Researched competitors' activities and products to uncover new trends
- Established and cultivated solid business relationships with new or existing customers.
- Maintained marketplace visibility marketplace by participating in industry-related and community activities.
- Interpreted sales and pricing policies to departmental personnel and customers.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Maintained ethical and positive working environment to reduce turnover and promote high retention rates.
- Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
Sr. Area sales Manager
Whirlpool
Jaipur
2019.11 - 2021.02
- Built lasting relationships with clients through outstanding customer service interactions.
Sr. Area Sales Manager
Whirlpool
Ghaziabad+Noida
2018.10 - 2019.11
- Established strong relationships with major accounts and key decision-makers to increase sales in designated territory.
- Hired, trained and managed sales staff and administered and implemented compensation plan to support area sales goals.
- Modeled strong negotiation skills to help team members close tough deals with lucrative clients ie: high VPO OL & WS.
- Analyzed sales data and kept up to date with market trends.
- Created effective strategies to target new markets after researching and analyzing competitor behavior.
- Coached sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer satisfaction ratings.
Area Sales Manager
Whirlpool
Bareilly-Budayun, Pilibhit,Rampur,Moradabad
2017.02 - 2018.10
Key Account Manager
Danone
Riyadh
2015.02 - 2016.10
- L7-
- Alsafi Danone is one of the Premier Company in Dairy Products in Collaboration with Danone France
- Accountabilities-
- Motivate, train and counsel the sales team & Merchandising team
- Ensure achievement of sales, and display targets with a Daily Route Plan & to control over expiry
- Responsible for yearly contract with the stores & to close in the given budget frame
- Responsible for listing of new SKU and to plan a promotional calendar for Superstores on monthly basis also Participate in Flyer
- Reconcile the credit Notes every month with every store like (Carrefour/Danube/Othaim/Lulu/ Sadhan)as instructed by the management and have control over monthly promotional Budget as per the company's policy
- Check the Space of our SKU as compare to competitor’s space in & out chillers frequently and to maintain the maximum space as per the contract, with the help of trained merchandising team
- Expand distribution every month and maintain perfect sales records, with the help of time to time participation in promotions every month
- Conduct promotional activities for slow moving and new products, with the prior approval from the immediate superior for the given budget
- Give complete market intelligence report to the management about the competitor’s activities such as Price factors, Promotions and launch of New Products at the required time and period.
- Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
- Analyzed sales to manage life cycle of product, inventory models and selling rates.
- Supported sales and reporting for large and medium-sized accounts.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
- Trained teams to optimize service delivery in alignment with individual needs to boost customer satisfaction.
- Informed customers of promotions to increase sales productivity and volume.
- Increased sales volume by adding [2 ] new accounts in all KSA territory.
Area Sales Incharge
PepsiCo India Holdings Pvt. Ltd
Lucknow City
2014.07 - 2015.02
- Accountabilities
- Deftly generated the primary & secondary sales and successfully attained the sales targets
- Handled gamut of activities liked Customer Service, Visual Merchandising, Territory Development, etc
- Ensured proper and regular co-ordination amongst the team members
- Allocation of sales and distribution budget
- Recruited, mentored, trained and developed the field functionaries to ensure the sales and operational efficiency
- Created and sustained a dynamic environment that fostered the development opportunities and motivated the high performance amongst the team members
- Managed Channel Partners, Distributors and Partners; pioneered product Sales & Distribution Programme resulting in successful market penetration
- Devised the strategies for identifying & developing Channel Partners and performed various lead generation activities
- Tracking the competitor’s activities and developing market strategies as per the market condition
- Coaching sales team according to their capability by using different training tools provided by company
- Study and analyze Brand and Pack wise market share data of PepsiCo and Competitor, and work strategically according to that
- Monitoring and analyzing market share in given territory data provided by (AC Nielson)
- Liquidate and control market scheme at distributor level and to ensure that schemes are running in market properly by doing regular market audit
- Handling Distributors, Super stockiest and generate business from them by maintaining healthy ROI of distributors
- Strategically planning the strategy for new market
- Administering with routine orders / Handling key account and reconciliation of their account with the help of Accounts Department
- Mentoring the team performance through No sale customer/Visi scanning/SKU Count/Bill cut and EDGE Score and coordinating with them on a day-to-day basis
- Deftly leading the gamut of operations like: Sales, Distribution, Trade Marketing, New Portfolio Expansion, BTL Activities in Channels like GT (General Trade)
- Recording high growth in business volume and market share by driving the Numeric & weighted distribution along with increase in selling arrangements including initiation of Hub & Spoke Model
- Achievements
- Winner of Spot Awards five times in a row for Visi Score/ Highest share gain/ Visi Deployment/Zero Distributor attrition
- UP Sherdil Award for 3 Lakh 8oz in a month
- Pepsi AHA Award for Highest Brand Pepsi Growth in a month
- Brand Slice Growth Award.
Senior Customer Executive
Pepsico India Holdings Pvt. Ltd, L3
2012.11 - 2013.06
Customer Executive
Pepsico India Holdings Pvt. Ltd, Moradabad Rural
2010.11
Territory Sales Officer
Henkel India Limited
Lucknow
2010.01 - 2010.11
- Accountabilities
- Handled the channel sales and managed the Distributors to achieve Brand Wise/SKU Wise sales estimates
- Responsible for achieving sales target through given set of Distributors and Channel partner
- Managing activities pertaining to negotiating/finalising deals with Institutions
- Led, trained & monitored the performance of team members to ensure efficiency in operations and meeting of individual & group targets
- Building brand focus in conjunction with operational requirements and utilising market feedback & personal network to develop marketing intelligence
- Managed the Stock at the Distributor level and analysed the daily Sales Report
- Resolved the customer grievances.
Sales Officer
Godrej Hershey’s Ltd
New Delhi
2008.04 - 2010.01
Sales Officer
2008.11 - 2010.01
- Accountabilities
- Driving and achieving sales (Primary & secondary) through Distribution Channel
- Responsible for profitability of Distributors (ROI)
- Developed market and outlet coverage plan and planned the infrastructure
- Handling claims management
- Coaching sales team according to their capability
- Managed key clients of modern trade (Big Bazaar, Big Apple & More), Competitor outlets and institutions
- Managed Whole sale business in central Delhi area
- Resolved the customer grievances.
Sales Officer Trainee
2008.04 - 2008.10
- Proved successful working within tight deadlines and fast-paced atmosphere.
- Devoted special emphasis to punctuality and worked to maintain outstanding attendance record.
- Actively listened to customers, handled concerns quickly and escalated major issues to supervisor.
- Maintained energy and enthusiasm in fast-paced environment.
- Exceeded goals through effective task prioritization and great work ethic.
Education
MBA - Business Management
INSTITUTE oF PRODUCTIVITY & MANAGEMENT, A.I.C.T.E
Lucknow, UP 2006.01 - 2008.01
Post Graduate. Diploma - Public Relations & Advertising
Lucknow University
Lucknow, UP 2005.01 - 2006.01
BBA - Commerce
Christian Degree College
Lucknow, UP 2002.01 - 2005.01
Intermediate Final - Commerce
Kendriya Vidyalaya
Lucknow, UP 2001.01 - 2002.01
High School -
Kendriya Vidyalaya
Lucknow, UP 1999.01 - 2000.01
Skills
Sales and business managementStrategic and market planningSales & MarketingKey Accounts Management/RetentionContract/ price negotiationNetwork ExpansionDistributor ManagementTeam ManagementMarket ResearchMarket PenetrationCustomer Relationship ManagementPresentation and trainingTeam Development and MotivationOverseeing Distributor appointment and supporting distributor’s on-boarding and guiding the distributor consequence management & managing the tailConceptualizing & implementing plans for the organization to ensure accomplishment of business goals and overseeing the sales & marketing operations for various products, thereby achieving sales growthOverseeing key accounts for higher satisfaction of customers by providing them extra support from company in the given territoryMaintaining cordial relationships with the channel partner for expanding business & resolving the queries & complaints for high customer satisfactionIdentifying the new streams for revenue growth & developing plans to build consumer preference and prospective clients, generating business from the existing clientele to achieve business targetsDeploying suitable market research tools to gauge market trends and competitor activities to gain the competitive edge on the marketLeading, mentoring & monitoring performance of highly qualified team members to ensure process efficiency and meeting of individual & group targetsCreating and sustaining a dynamic environment that fosters development opportunities and motivates high performance amongst team members
Accomplishments
- Summer Training was done in “CADBURY INDIA LTD” Delhi to find the Potential Retailers for Cadbury Products, who can contribute by getting attached with Cadbury so that all the marketing activities can be carried out in all five areas of Delhi
- The objective of this project was to find out problems that the shops encountered in doing business with Cadbury & to find out the details, which were required in exploring new market, Specially Gift items of Cadbury like Celebrations & Tin Packs
- WINTER TRAINING
- Winter Training was done in “GOODYEAR INDIA LTD” Lucknow
- This was Research & survey of OEM fitment in Radial tyres in all Cars show Room
- Objective was also to find out the market share of Goodyear tyre in the Radial tyre segment and get the real picture of Radial tyre segment of Goodyear tyre in Lucknow
- OTHER ACHIEVEMENTS
- Developed a case on Siddhi Chikan Industries, which will be published in ICMC at IMT Ghaziabad 2007.
Additional Information
- Achievements , Winner for Highest growth and best Market execution Award.
- Participated and Qualified for the Regional level in 11th AIMA Business Game held at Rai Business School in Delhi on 14th and 15th September 2007. Participated in the Business Game Challenge (CHANAKYA) held at Amity on 3rd and 4th February 2007. Achieved President Awards, in Bharat Scouts & Guides in the year 2002. PERSONAL DOSSIER Date of Birth:, Address: 431/598-A Momin Nagar Campbell Road Lucknow.
Timeline
Sales Manager
Whirlpool
2021.03 - Current
Sr. Area sales Manager
Whirlpool
2019.11 - 2021.02
Sr. Area Sales Manager
Whirlpool
2018.10 - 2019.11
Area Sales Manager
Whirlpool
2017.02 - 2018.10
Key Account Manager
Danone
2015.02 - 2016.10
Area Sales Incharge
PepsiCo India Holdings Pvt. Ltd
2014.07 - 2015.02
Senior Customer Executive
Pepsico India Holdings Pvt. Ltd, L3
2012.11 - 2013.06
Customer Executive
Pepsico India Holdings Pvt. Ltd, Moradabad Rural
2010.11
Territory Sales Officer
Henkel India Limited
2010.01 - 2010.11
Sales Officer
2008.11 - 2010.01
Sales Officer
Godrej Hershey’s Ltd
2008.04 - 2010.01
Sales Officer Trainee
2008.04 - 2008.10
MBA - Business Management
INSTITUTE oF PRODUCTIVITY & MANAGEMENT, A.I.C.T.E
2006.01 - 2008.01
Post Graduate. Diploma - Public Relations & Advertising
Lucknow University
2005.01 - 2006.01
BBA - Commerce
Christian Degree College
2002.01 - 2005.01
Intermediate Final - Commerce
Kendriya Vidyalaya
2001.01 - 2002.01
High School -
Kendriya Vidyalaya
1999.01 - 2000.01